{"id":17111,"date":"2023-06-29T12:00:59","date_gmt":"2023-06-29T10:00:59","guid":{"rendered":"https:\/\/www.revfine.com\/?p=17111"},"modified":"2023-12-06T15:56:12","modified_gmt":"2023-12-06T14:56:12","slug":"why-revenue-managers-need-to-be-active-software-reviewers","status":"publish","type":"post","link":"https:\/\/www.revfine.com\/de\/warum-umsatzmanager-mussen-aktiv-sein-software-gutachter\/","title":{"rendered":"Handwerkszeug: Warum Revenue Manager aktive Software-Reviewer sein m\u00fcssen"},"content":{"rendered":"

Ein umfassender Ansatz f\u00fcr das Revenue Management umfasst traditionell eine Reihe verschiedener L\u00f6sungen von PMS, CRS, RMS, Rate Shopper und Business Intelligence-Tools. Aber welche anderen Tools sollte ein Revenue Manager in einer Zeit, in der die Auslastung ungew\u00f6hnlich niedrig bleibt, kennen, um den Umsatz zu steigern?<\/em><\/p>\n

Die Zukunft des Revenue Managements: Total Profit Management<\/h2>\n

Dieser Artikel spiegelt ein Gespr\u00e4ch zwischen Paul Peddrick<\/a> von ROOMDEX und Oliver Geldner<\/a>, CTO und Partner von Taktikon AB, einer Umsatzmanagement- und Vertriebsberatung, und was er seinen Kunden empfiehlt.<\/p>\n

Wenn Sie vor 15 Jahren zur\u00fcckblicken, waren die IT-Manager der Hotels die Hauptentscheidungstr\u00e4ger, wenn es um die Beschaffung von Softwaretools ging. Schlie\u00dflich mussten die Optionen innerhalb eines bestimmten Technologie-Stacks funktionieren und wurden oft durch die Wahl des PMS vorgegeben. Heute hat die Cloud die Optionen ganz erheblich ver\u00e4ndert. Neue Hoteltechnologie-Start-ups, einfache PMS-Integrationen, kostenlose Testversionen und SaaS-Abrechnung haben die Entwicklung und Verf\u00fcgbarkeit einer breiten Palette von Software gef\u00f6rdert, die einfach zu testen und zu kaufen ist. Revenue Manager bestimmen heute die Softwareauswahl, da die traditionellen technischen Barrieren beiseite geschoben wurden.<\/p>\n

In den letzten 5\u201310 Jahren hat die Entwicklung von Vertriebs- und Buchungstools explosionsartig zugenommen. Revenue-Management-Tools machten es einfach, Zimmerpreise festzulegen und den RevPAR basierend auf einer relativ vorhersehbaren Nachfrage zu maximieren. Covid hat diese Nachfrage jedoch dramatisch ver\u00e4ndert. Viele der Nachfrage- und Segmentannahmen, auf denen diese Systeme beruhten, wurden unzuverl\u00e4ssig.<\/p>\n

Erst die globale Krise erm\u00f6glichte es Revenue Managern, sich weiterzuentwickeln<\/h2>\n

Der Gesch\u00e4ftsmix aller Hotels wurde durch den fast unmittelbaren Einbruch der Gesch\u00e4ftsreisen sofort auf den Kopf gestellt. Seit Beginn der Pandemie sind 18 Monate vergangen und die Belegungsraten sind weiterhin r\u00fcckl\u00e4ufig. W\u00e4hrend in der "gute Zeiten,"<\/em> W\u00e4hrend sich Hoteliers haupts\u00e4chlich darauf konzentrierten, Zimmer zu verkaufen, geht es beim Revenue Management heute darum, jede Einnahmem\u00f6glichkeit auszusch\u00f6pfen. Wissenschaftler und Berater pl\u00e4dieren schon seit Jahren f\u00fcr einen ganzheitlichen, kommerziellen Ansatz im Hotelgesch\u00e4ft. Doch erst die globale Krise hat Revenue Manager dazu bewegt, sich vom traditionellen Zimmerumsatzmodell zu einem umfassenden Revenue-Management-Ansatz zu entwickeln.<\/p>\n

\u201eBevor die Pandemie ausbrach, d\u00fcmpelten etwa 801.000 Hotels vor sich hin\u201c, sagte Geldner. \u201eDann kam die Pandemie und pl\u00f6tzlich ist alles in Gefahr. Die Haupteinnahmequelle \u2013 Einnahmen aus der Reservierungsakquise \u2013, auf die sich der Betrieb ausschlie\u00dflich konzentriert hatte, wird pl\u00f6tzlich gek\u00f6pft. Jetzt k\u00e4mpfen Hotels um alles. Kenntnisse \u00fcber externe Einnahmequellen, an die sie vielleicht vorher gedacht haben, aber \u201adas sp\u00e4ter machen\u2018 werden, sind jetzt sehr wichtig. Revenue Manager sind gezwungen, sich mit einem effektiven Total Profit Management auseinanderzusetzen. Es geht nicht mehr nur um Zimmer oder Einnahmen, sondern um Kunden und Gewinn.\u201c<\/p><\/blockquote>\n

Normalerweise ist der Verkauf von Zusatzleistungen kein Teil der eigentlichen Produktkonfiguration eines PMS. Mittlerweile ist man sich dar\u00fcber im Klaren, dass Hotels viel mehr bieten als nur ein Zimmer. Revenue Manager m\u00fcssen aktiv nach Softwarel\u00f6sungen suchen, die Upselling, F&B, Events und jede andere Art von Zusatzumsatz erm\u00f6glichen.<\/p>\n

Oliver fuhr fort: \u201eDie Pandemie hat uns gezeigt, dass der bisherige Trend, die Dinge langsam anzugehen, zu internalisieren und von dort aus zu expandieren, umgekehrt wurde. Das Gef\u00fchl ist jetzt: \u201eWir m\u00fcssen sicherstellen, dass wir so schnell wie m\u00f6glich jedes St\u00fcck des Marktes erobern. Wir m\u00fcssen auf neue Weise dar\u00fcber nachdenken, mehr Gesch\u00e4fte zu machen, denn diese Marktbedingungen sind nicht vertraut.\u201c Nebenverk\u00e4ufe m\u00fcssen in den Verkaufsprozess einbezogen werden, und Revenue Manager m\u00fcssen sich dessen bewusst sein. Upselling-Tools<\/u><\/a>. Was fr\u00fcher vielleicht als nettes Extra galt, leistet heute einen wichtigen Beitrag zu Ihrem Gesamtgewinnmanagement. Das ist eine v\u00f6llig andere Art, Ihr Unternehmen zu f\u00fchren.\u201c<\/p><\/blockquote>\n

Angesichts der aktuellen Wirtschaftslage ben\u00f6tigen Hotels eindeutig neue M\u00f6glichkeiten, um ihre Einnahmebasis \u00fcber Zimmerbuchungen hinaus zu diversifizieren. Neue cloudbasierte Softwaretools sind dabei der Schl\u00fcssel. Revenue Manager m\u00fcssen ein Software-Toolset entwickeln, testen und implementieren, das den Cashflow steigert und die Gesundheit ihres Hotelbetriebs wiederherstellt.<\/strong><\/p>\n

\n

Weitere Tipps zum Wachstum Ihres Unternehmens<\/h3>\nRevfine.com<\/strong> ist eine Wissensplattform f\u00fcr die Hotel- und Reisebranche. Fachleute nutzen unsere Erkenntnisse, Strategien und umsetzbaren Tipps, um sich inspirieren zu lassen, den Umsatz zu optimieren, Prozesse zu innovieren und das Kundenerlebnis zu verbessern. Sie k\u00f6nnen alle finden Hotel- und Hospitality-Tipps<\/a><\/span> in den Kategorien Revenue Management<\/a><\/span>, Marketing & Vertrieb<\/a><\/span>, Hotelbetrieb<\/a><\/span>, Personal & Karriere<\/a><\/span>, Technologie<\/a><\/span> und Software<\/a><\/span>.

\n\n
Einen Artikel einreichen<\/span><\/a><\/div><\/div>","protected":false},"excerpt":{"rendered":"

Ein umfassender Ansatz f\u00fcr das Revenue Management umfasst traditionell eine Reihe verschiedener L\u00f6sungen aus den Bereichen PMS, CRS, RMS, Rate Shopper und Business Intelligence-Tools. Aber welche anderen Tools, wenn \u00fcberhaupt, sollte ein Revenue Manager in einer Zeit kennen, in der die Auslastung ungew\u00f6hnlich niedrig bleibt, um den Umsatz zu steigern? Die Zukunft des Revenue Managements: Total Profit Management Dieser Artikel [\u2026]<\/p>","protected":false},"author":1,"featured_media":17133,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[771,769,199],"tags":[660],"class_list":["post-17111","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-revenue-management-guides","category-revenue-management-system","category-software","tag-roomdex"],"yoast_head":"\nWhy Revenue Managers Need to Be Active Software Reviewers<\/title>\n<meta name=\"description\" content=\"This article describes recommendations to clients from Oliver Geldner of Taktikon AB, a revenue management and distribution consultancy.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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